When I was selling shrink-wrapped product to Best Buy, we showed the buyer testimonials from our alpha and beta users to convince him that the product would live up to our promise and walked him through a demo. He was not convinced and we were stuck at maybe. Then we gave him the full product on a development X-box. He took it home to his wife and teenage daughters so they could preview the game. They loved it in the console environment and we closed the sale.